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Adam discusses the importance of using the contingency agreement as a sales tool rather than a hindrance. New salespeople often struggle with presenting the agreement effectively, causing hesitation from potential customers. By packaging the agreement as being in the customer's best interest, it can actually help close the sale. Adam provides a printout available in his marketing pack to assist in presenting the agreement effectively. By keeping the contingency agreement hidden until the right moment, salespeople can avoid scaring off customers and use it to their advantage in closing the sale.